Negotiation

by Diana Tribe

Overview

First published in 1993, Negotiation places recent theoretical work on legal negotiation in a practical context. Negotiation skills are essential to every lawyer. Dealing chapter by chapter with planning for negotiation, verbal and non-verbal skills for the negotiator and the stages of a typical negotiation, the reader is invited to practice negotiation through an analysis of a real life negotiation transcript and a variety of case studies of increasing complexity. This is an important book for students of legal studies.

Product Details

ISBN-13:	9781041061878
Publisher:	Taylor & Francis
Publication date:	05/30/2025
Series:	Routledge Revivals
Pages:	142
Product dimensions:	5.44(w) x 8.50(h) x (d)

Table of Contents

Editor’s Introduction Introduction Part I: Laying a Theoretical Groundwork 1. What is Negotiation? 2. Conducting a Negotiation- Interpersonal Skills 3. Preparation and Planning Part II: Observing a Negotiation in Practice 4. The Stages of the Negotiation Process 5. Transcript of a Personal Injury Negotiation Part III: Practical Exercises for the Reader 6. Case Studies for Negotiation Practice 7. Beyond the Basic Approach 8. Improvement and Self Evaluation 9. Comments on Case Studies